How To Know If You're Marketing on LinkedIn & Facebook All Wrong

May 19, 2017

Much effort has been invested in LinkedIn and facebook advertising by many advisers over the past few years.

The ROI on that effort though, for the most part hasn't been so easy to come by.

There's a reason for it though, and I'd love to share some of the common misconceptions I see in this...

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Does Robo-Advice belong in a premium advice offering?

Jan 09, 2017

This blog was first published in Robeco Australia’s Insights newsletter, a monthly smorgasbord of advice-related content from one of the world’s leading investment engineering firms. To check out other great content that’s been produced for Robeco since this article...

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Everything Rotten In The Financial Advice Industry In One Story

Dec 13, 2016

I had an experience last month that left me furious, yet more determined than ever.

It revolved around an adviser, the kind that should no longer exist in our world.

Let me explain.

About two weeks ago I got a call from a family member. He’d sought out advice from a friend of 30 years...

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5 Ways to Overcome Client Procrastination

Dec 01, 2016

You’ve just nailed your latest appointment. Your newest clients-in-waiting are on board. They see the value of the advice you’re providing. They’re clear on the costs and the process. Their financial problems are on the verge of being dealt with. All that remains is a...

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The Crippling Weight of Perfectionism

Dec 29, 2015

I've just joined a new gym - Virgin Active in Moore Park. It's a big, shiny, amazing facility that makes me want to go there even when I'm not exercising.

As part of my package, I got 4 sessions with a personal trainer, Laura. As she put me through my paces (lots of bear crawls - I hate bear...

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THE POWER OF SONDER AND THE 16 MOTIVATORS OF ALL HUMAN BEHAVIOR

Dec 14, 2015

Some time ago, I decided I wanted to greatly enhance my sales ability. I believe selling (stuff, ideas and yourself) is an important life skill everyone needs, especially business owners and entrepreneurs.

Many of the best techniques I researched revolved around the art of questioning....

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7 STEPS TO CRAFT A KILLER WELCOME PACK

Sep 15, 2015

Recently I joined a coaching group. I was impressed by their IP, wooed by their style and eventually made the decision to join their group workshop program. The fee was reasonably decent, but I figured that what I could do with what they taught me, and the outcomes I could help my clients get as...

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4 COMMON FIRST APPOINTMENT MISTAKES

Jul 08, 2015

Those who read the last edition of The Finnovator (and downloaded our 9-Step First Appointment tool) will know that I've been doing work recently on first appointments.

Specifically, it's been about making sure when you get to the stage of meeting with a client, and it's the right client for...

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WHAT TO DO WHEN A PROSPECT ISN’T READY TO BE A CLIENT

May 20, 2015

Lots of businesses focus on their sales process. Fewer talk about their clients’ buying process.

Which is the more important of the two?

Kevin Davis’s 2011 book Slow Down, Sell Faster! put forward the powerful idea that whilst many people focus on sales techniques,...

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TARGET CLIENTELE: “WHY CAN’T I JUST TARGET EVERYONE?”

May 06, 2015

It's a good question.

There's no doubt that most planners could add value to most people. However, the question isn't around whether you can, but instead whether you should.

Let's look at this from a business perspective. You have two core options when it comes to growing a business. 

Option...

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